"I find that people are willing to share one more thing with me in order to get me off the phone. This one thing may turn into a longer conversation that could bring out more pains and needs from the prospect and in time, turning this ‘not interested’ person into an opportunity for our clients."

"Top sellers realize that replacing an incumbent is a slow, deliberate process. They understand it takes time to demonstrate value and develop strong relationships. Knowing this, they put together a one-step-at-a-time account-entry strategy that advances the sales process much faster than if they tried to do everything in a single call."

"Normally there isn’t just one answer and it isn’t black-and-white. Some things directly matter and others go a little bit deeper with more abstract, yet equally important ideas like trust and authority. But, everything adds up."

Like I said, there's a lot of great information out there; what would you have added from the week?

"Not too long ago Old Spice was a brand that was largely forgotten or something that was worn by your father. This weekend, watching the latest commercial (embedded below), my boyfriend asked me if he should switch over to Old Spice. The momentum Old Spice is creating goes beyond just 'silly Web videos'. They’re using remarkable content to capture brand awareness, eyes, and in the end, sales."

"If you are talking about the same concepts and content as your competitors, what value are you adding to the conversation? Are you truly providing anything that will differentiate you from your competitors, over the thousands of other messages out there your customers are possibly engaging with?"